Thoughts on Selling YouTube Video Library

Your car goes where your eyes go. That's a high-performance driving lesson — and the perfect metaphor for what's broken in B2B sales right now.Buyer confidence is at an all-time low. Two-thirds of buyers regret their purchases not long after signing. More information, bigger committees, better tools — and yet deals still stall, or close badly.Lee Levitt sits down with Tom Pisello — The ROI Guy, 30-year value-selling pioneer, and founder of GeniusDrive — to unpack why the numbers alone never close the deal, and what Aristotle understood about buying decisions that most sellers still don't.In this episode:— Aristotle's three buy buttons: pathos, logos, and ethos— Why trust now accounts for 50% of the purchase decision— The shift from fear of missing out to fear of messing up— Why more information produces more doubt, not more confidence— How AI compressed Tom's value framework engagements from six months to six days— What the outcome economy means for how vendors go to mark…

If you're using AI to send more emails faster, you're doing it wrong.In this episode, Lee Levitt sits down with Chris Carter — technologist, keynote speaker, and SAP ecosystem veteran — to talk about what AI actually does for top sellers: it helps them prepare better, think more broadly, and show up with real insight instead of generic outreach.Chris shares his Gemini-based prep ritual, the Gartner maturity curve every seller should understand, and the Peloton analogy he used to light a fire under a room full of Oracle salespeople.Plus: the story of Shay — an SDR who cold-called Lee with the wrong data, pivoted brilliantly, and closed last year as #2 on his team.And the question that anchors it all: if sales is a game, who makes the rules?Tags: AI in sales, enterprise sales strategy, B2B sales, sales preparation, SDR coaching, sales mindset, Peloton analogy, SAP, Thoughts on Selling, Lee Levitt, Chris Carter, sales podcast

Gina Smith spent 27 years selling medical devices into hospital operating rooms — and she got there entirely by accident. No role models. No sales background. A career in HR she was tired of. One conversation with a sales manager who couldn't fill a role. And a "mercy interview" she then went out and won.In this episode, Gina and Lee dig into what actually drives sales performance in high-stakes, complex environments — and why it has almost nothing to do with product knowledge or closing technique.What we cover:How Gina went from HR to 27 years in medical device sales — and why she was skeptical of salespeople herselfWhy the best salespeople are introverts who learn to act like extroverts — not the other way aroundThe shift from OR presence to supply chain gatekeeping, and what it costs sellers who can't adaptThe "painful truth" principle: why telling customers what they don't want to hear builds more trust than protecting the relationship"Who are you being?" — the questio…

🎯 Why do your best facts-based pitches fall flat? Because you're bringing facts to a feelings fight. Danny Bobrow—communication coach, mountaineer, and creator of the Persuasion Blueprint—explains the brain science of persuasion and why caring has to come before credibility.This episode is essential viewing for sales leaders, VPs of sales, sales enablement professionals, entrepreneurs, and anyone who needs to influence others in high-stakes situations. If you've ever wondered why logical arguments don't move people, this conversation will change how you think about communication.📚 WHAT YOU'LL LEARN:THE THREE C'S OF PERSUASION — Caring, Connection, and Collaboration—and why they must happen in that order.Caring establishes safety.Connection builds credibility.Collaboration creates co-ownership.Skip a step and the whole thing falls apart.THE BRAIN SCIENCE OF RESISTANCE — Amygdala, limbic system, prefrontal cortex. When you challenge someone's beliefs, you trigger fight-or-f…

Description🎯 What happens when email stops working and you need another edge? Kris Rudeegraap—co-founder and co-CEO of Sendoso—went from 90% email response rates to running a mini mail room out of desperation. Then he built the largest direct mail and gifting platform in the world.This episode is essential viewing for sales leaders, VPs of sales, sales enablement professionals, and anyone whose pipeline looks rough and whose emails are going to spam. If you're tired of "more, faster, louder" and want to actually get someone's attention, this conversation will give you ideas.📚 WHAT YOU'LL LEARN:THE OPEN RATE OF FEDEX IS 100% — There's psychology to the tangible unboxing of a box. The reciprocity of getting a gift—you feel more inclined to reply. And there's scarcity: not everyone is doing it.FROM MAIL MERGE TO MAIL ROOM — Kris got 90% response rates with email in 2014. Then SalesLoft, Outreach, and Apollo flooded the market. So he started sending handwritten notes, dog toys, a…

Description🎯 What happens when you stop doing things the way an industry has done them for 150 years? Juan García—co-founder of Tuio, an AI-native insurer in Spain—went against the industry mantra that "insurance is not bought, it's sold." And proved it could work.This episode is essential viewing for sales leaders, VPs of sales, CROs, and anyone wondering how to rethink their go-to-market from first principles. If you're tired of doing things the way they've always been done, this conversation will give you a framework.📚 WHAT YOU'LL LEARN:REPRODUCTIVE VS. PRODUCTIVE THINKING — The Kaizen method is about 1% improvement. Revolutionary thinking asks: just because we've done it this way for 100 years, should we keep doing it? Juan chose revolution.THE UNPROFITABLE CUSTOMER — The 25-55 segment is digitally native and financially literate. They use price comparison sites. They know what they're buying. That makes them unprofitable for legacy insurers—and a massive opportunity for…

🎯 Why does your sales team hit every activity metric and still miss the number?Because more activity isn't the answer.Joe Terry—former CEO of Corporate Visions, author of Surrender to Lead, and former NFL linebacker—explains what actually drives sales results and sales team performance.This episode is essential viewing for sales leaders, VPs of sales, sales enablement professionals, heads of enablement, revenue operations leaders, and anyone responsible for sales performance and go-to-market execution. If you're tired of inspecting activity dashboards and ready to coach for sustainable results, this conversation will change how you think about sales leadership.📚 WHAT YOU'LL LEARN:THE ACTION TRAP — Why activity metrics create the illusion of progress while your sales team misses quota. Joe explains why sales training programs focused on actions—what to say, how to handle objections, closing techniques—fail without addressing underlying belief systems. This is the missing piec…

Your slides might be the reason you're not closing. Frankie Kemp explains why—and what actually works.In this episode of Thoughts on Selling, communication coach Frankie Kemp breaks down what actually makes someone persuasive. Spoiler: it's not the slides. We explore Aristotle's three pillars (logos, ethos, pathos), why technical people over-rely on data, and how to read someone's learning style just by listening to the words they use.📌 KEY MOMENTS:00:00 - Introduction: Who is Frankie Kemp?02:30 - Why everybody has to sell—including technical specialists04:45 - Aristotle's three pillars: logos, ethos, and pathos07:20 - "I'll never remember your bullet points"—the power of story10:00 - The purpose of selling is not selling (or even buying)13:30 - "Put your slides away, Mikey. It's you they want to see."16:15 - Three nonverbal adjustments that closed a multimillion-pound deal18:40 - Improv training for scientists and salespeople21:00 - Visual, auditory, kinesthetic: reading…

Can AI replace the human connection in sales? James Stephan-Usypchuk has been building predictive AI for 15 years—and his answer might surprise you.In this episode of Thoughts on Selling, we dig into what AI can actually do for sales organizations versus what it can never replace. James shares how his firm uses predictive algorithms to identify acquisition targets for private equity—but why they always "inject the human element" when it's time to close.📌 KEY MOMENTS:00:00 - Introduction: Who is James?02:15 - The AI scramble: Why most implementations fail05:30 - Using AI as a "magnet in the ocean" (not to make sushi)08:45 - Why trust can't be coded12:20 - The disclosure problem with AI avatars15:40 - Likability: The ultimate competitive advantage19:30 - 15,000 ad impressions per day—and the 3-second recall23:15 - The elevator test: What do you say to the CEO?27:00 - Building your own data source vs. relying on GPT30:45 - Why the best salespeople are comedians33:20 - The …

Javier Lozano Jr. on Sales and Marketing Alignment, AI, and Fixing Leaky Pipelines | Thoughts on Selling PodcastIf your sales and marketing teams aren't aligned on revenue, you don't have a pipeline problem — you have a structural problem. In this episode I talk with Javier Lozano Jr., a fractional CMO and CRO who helps founder-led tech companies build the foundation for predictable pipeline. Javier has lived on both sides of the revenue equation, and he brings a rare clarity to why these teams need to be tied at the hip — not just collaborating, but sharing the same revenue goals.We cover a lot of ground. Why customer success is really a piece of the marketing puzzle — because those customer stories become your most powerful sales enablement. How AI is already changing the game for teams that feed sales transcripts into language models and come out with sharper messaging, shorter sales cycles, and higher conversion rates. Why the feedback loop between sales, marketing, and operatio…